More insight into the market and more ‘golden’ leads thanks to Market Insight
Altares Dun & Bradstreet's Marketing Insight solutions have increased conversion from 'suspects' to 'prospects' tenfold in the Benelux. And also an enrichment of 60 to 80 percent of the business data of the current worldwide customer base.
The fact that we were going to use a new system and modified processes led to some natural resistance,” That didn’t take long, because it soon became clear that Market Insight, in combination with the new way of working, leads to more ‘golden’ leads: a higher conversion and therefore more customers.”
1. The Challenge
More insight into the international market and its potential.
"We knew that Market Insight could help us to gain more insight into the international market and its potential.”
TNT Express, now part of FedEx, is a provider of global courier and express services for the business market. Every week, they take to the road 55,000 times and to the air 700 times to connect Europe. The company has the largest land and air infrastructure for the delivery of door-to-door express services. Altares Dun & Bradstreet's Marketing Insight solutions have increased conversion from 'suspects' to 'prospects' tenfold in the Benelux. And also an enrichment of 60 to 80 percent of the business data of the current worldwide customer base.
TNT Express has been a customer of Altares Dun & Bradstreet for almost 15 years. Globally, several of its locations purchased their own marketing, sales and risk management services. “We were familiar with the possibilities of Market Insight,” says Liezenberg. “We knew the application, but at that time we were still using the simpler GRS tool. However, it was no longer adequate. To make our way of working smarter and more effective, we decided over a year ago to switch to Market Insight worldwide. We knew that Market Insight could help us to gain more insight into the international market and its potential.”
2 The solution
International implementation
The company’s own systems were linked to Altares Dun & Bradstreet’s database, which has significantly increased the insight into current and new customers and markets worldwide. In addition, TNT Express tightened up its own processes. Since then, the use of Market Insight has been implemented worldwide as an integral part of the marketing and sales procedures. For example, the tool is used to obtain more synergy in data and processes from the offices. The implementation of Market Insight is progressing well and has already been completed in 15 of the 22 operating units. As a result, data analyses obtained from Market Insight can be used in more than 37 countries.
Liezenberg is responsible for the international implementation of Market Insight. “Implementing the tool within the organisation was easy. The Altares Dun & Bradstreet database is accessible worldwide via an online portal. Adapting the TNT IT systems and processes to Market Insight was a somewhat bigger challenge.”
58.000
employees
200
active countries
70
airplanes
3. The result
10x more leads
Combine is key
TNT Express sees the benefits of Market Insight for its offices worldwide. “For example, the ease of global access to the Altares Dun & Bradstreet database, the timeliness of the data, the user-friendliness of the system and the ability to combine internal and external data,” says Liezenberg. “The fact that we see rapid results from the tool also makes it an accessible system. Because we can link our own customer database to the Altares Dun & Bradstreet system, market potential is made clear. Are there look-a-likes and is there still growth potential in the region or sector? It also becomes clear whether there is still room for marketing and sales activities in the sector or region. The system also provides smart suggestions based on the chosen variables. In that sense, the algorithms work quite intuitively. Suddenly, something completely new can come out of this. A company that was not included in previous screenings of the market can turn out to be interesting.What other customers say
"Data is the backbone of our business. In essence, we cannot function without reliable and up-to-date data."
“Before engaging with a company, we always conduct a thorough analysis and request various supporting documents for identification and verification.”
"As a company with an international focus, it is important for us to have a stable solution available based on global data."
'Every new customer we want to check. It sleeps much better for everyone if you know that companies you are owed money from can actually pay it.'
"To make sure we are sourcing good, reliable dealers everywhere, we need the expertise of Altares Dun & Bradstreet"
"We can now act proactively when it comes to credit risk"
"We had another business information provider, but in testing we found that with their data we were only covering 45 percent of our customers"
"Doing business based on current, complete and accurate data"
"Only by automating can we make substantial gains"
"Improved customer insight and optimal service"
"'For Barco, it is important to support your strategy and decisions with market data"
"Altares Dun & Bradstreet's Marketing Insight solutions have provided ten times higher conversion from 'suspects' to 'prospects' in the Benelux"
